My Ambit Secrets – The Ten Communications Qualities – Part 6

My Ambit Secrets – The Sixth Communication Quality – Make Sure Your Body doesn’t distract the Prospect

We continue my Ambit secrets from the Ambit Pro Inviter Series where I train on the “how to” of the ten communication qualities.  The sixth communication quality is:

Make Sure Your Body doesn’t distract the Prospect

 Many things you do will distract your prospect from hearing the content of your message.  By the time you finish reading this post, you will be able to answer this question: What is the number one reason trade show attendees gave for not buying at the show?  You will also have a better knowledge about how your body can distract your prospect(s) from taking action:

In our Ambit Pro Inviter Series, I share more great Ambit secrets about how your body can distract your prospects.  I will discuss some of those here. 

First, there are things that you may be doing to distract your prospects.  Chewing or popping gum is a big distraction.  So is tapping on the table or clicking a pen repeatedly.  Whether you are on the phone or meeting in person – avoid chewing gum, tapping on the table, or clicking a pen.  Remember, to keep your focus on being interested in the prospect’s needs, wants and don’t wants.  If you are popping gum, tapping on the table or clicking a pen, you cannot focus on the prospect.  Moreover, the prospect will see and hear this and think that you are not so interested. 

Next, body odor is another distraction of your body.  If you have been outside in the heat, or recently exerted yourself, then you may have body odor.  You may not smell it yourself, but if your prospect can smell it, they are going to be more focused on how to get away from the smell than on the content of your message.  On the same note, if you wear too much cologne or perfume, it could overwhelm your prospect.  If you do wear such, remember a small dab is quite enough.  Even if you don’t smell that small dab, your prospect will.  Also, consider that your prospect could have an allergy to cologne and perfume. 

Third, with regard to odor, consider your breath.  While none of us intentionally want to have bad breath, sometimes we just do.  It comes from what we consume (eat, drink, smoke) and how recently we brushed our teeth.  Sure, you can use a mint to cover some of the odor, but you don’t want to be sucking on a mint or chewing gum when you speak to a prospect.  If you do not have time to brush your teeth between eating, smoking, or drinking (coffee for example), breath spray is probably the best to use just prior to meeting with the prospect. 

Fourth,  your attire and how you present yourself can also be a distraction.

From the outset you have to consider your audience and the location of the prospect meeting.  If you are going to meet in a health club, then a business suit is definitely NOT a good idea.  In fact, for men, business suits are rarely a good idea.  In our Ambit Pro Inviter Series, one of my Ambit secrets is – men in suits come across as “slick.” There is a time and place where suits are appropriate, however, for that health club meeting, wear nice shorts and a polo style shirt with sneakers.  This is just one of mine examples from our Ambit Pro Inviter Series with regard to attire for men. 

Women – Not to offend, but do not dress in a way that emphasizes your body.  Remember, you want your prospect to focus on the content of your presentation.   Also, do not fix your lipstick or makeup while meeting with a prospect. 

Men – If you are going to wear a tie, wear it properly.  Do not adjust your tie or other portions of your clothing during the meeting.

BOTH – dress neatly.  Again, this does not necessarily mean a suit, but consider whether your clothing is wrinkled or has stains.  Wrinkles and stains can draw your prospect’s focus away from your message to wondering about your clothes. 

Fifth, don’t answer your cell phone during a meeting with a prospect.  Another of my Ambit secrets in our Ambit Pro Inviter Series is – pull the phone out and tell your prospect that you are only going to answer if your babysitter calls, otherwise he or she (the prospect) has your full attention.  This will do two things – it will let the prospect know that they will have your undivided attention and then, hopefully you will get the same from your prospect.

In summary, create an environment where your body and the environment do not distract your prospect.  Maintain good physical and oral hygiene.  Dress appropriately.  Don’t chew gum, click your pen, or tap your fingers.  Make sure your cell phone (and hopefully the prospect’s as well) is not a distraction.

Now, did you correctly answer the question “What is the number one reason trade show attendees gave for not buying at the show?”

If you answered “Bad Breath” you are absolutely correct! 

AND, for the final of today's Ambit secrets:  What do I say about “talking with your hands?”  I believe that after you listen to our Ambit Pro Inviter Series, Call # 2, you will be somewhat surprised.

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